Channel Success Director - US

Company Description

Tango Networks is a revolutionary business communications company that offers the industrys first

mobile network built for business and controlled by businesses. With our Tango Extend service, any

mobile phone can become a fully featured extension of a companys communications platform, giving

businesses control over mobile voice, text, and data. Tango Extend empowers companies to

streamline collaboration, boost employee productivity, and transform operations. To learn more, visit

tango-networks.com.

About The Team

The Channel Success team drives reseller and distribution partnerships that deliver key growth areas

for the business with impact across all segments from SMB to global MNCs. The team both analyse

where and how we need to partner, identifying and assessing key partnership opportunities,

structuring commercial deals, and then managing partner relationships in life. This role will be focused

on in life partnerships in the US region, managing and developing partners who can bring

additional value to Tango.

Role Description

This is a full-time hybrid role as Channel Success Director based in the UK (with regular travel)

reporting to the VP of Channel Success, US. The Channel Success Director will be responsible for

managing, nurturing and growing revenues from existing channel partners.

Responsibilities

• Responsible for engaging, supporting and growing revenues from existing Channel Partners in line with Tango’s Success Framework.
• Working with the VP for Channel Success, US to determine the regional OSTSM – Objectives, Strategy, Tactics, Support, Measures to hit and exceed Tango’s growth targets for the associated partner accounts.
• To work closely with the sales resources within your base of Channel Partners.
• To play a part in building and growing Tango’s presence in the Unified Communication marketplace, particularly with the Microsoft and Cisco partner community.
• To understand our Channel Partners’ businesses and develop strategies and incentives to ensure their success in building and delivering a business pipeline with pre-defined growth plans.
• Continually assess, clarify, and validate Channel Partner needs.
• Gather market data and identify untapped market potential from within Channel Partners.
• Track, measure, and report on Channel Partner effectiveness against targets and adjust sales approach and strategies as necessary.
• Work cross-functionally internally to ensure messaging alignment, operational co-ordination and evangelisation of Channel Partner success strategy.
• Co-ordinate and conduct ongoing Sales Success Training for Channel Partners.
• Co-ordinate with Channel Partner marketing to ensure the execution of programs and events to drive leads, pipeline, and deal progression. Develop joint messaging and value propositions highlighting mutually beneficial relationships and value to the end customer, along with repeatable sales enablement programs and toolkits.
• Be responsible for lead generation of end-user clients to ‘feed’ to Channel Partners when programmes require it.

What You Will Be Doing

The Channel Success Director will carry out the following activities~

• Develop and execute partner strategy~ analyse a partner’s internal capabilities aligned to external market factors and target customers
• Lead all aspects of sales with partners~ identifying and prioritising targets with partner sales teams, business case development, deal structuring, negotiating terms, and assisting in closing
• Ensure the success of your partnerships and work with the partners and stakeholders at Tango to launch and grow the partnerships

The ideal candidate will have a combination of the following~

• A minimum of 3 years of sales experience in a partner relationship management role, ideally from within the telecoms, UC collaboration or technology space
• A demonstrable track record of growth in partnerships with quantifiable business value and revenue growth
• Proven ability to nurture partnerships with a strategic lens; thinking through use cases, value propositions, what that means for the business case, and what tangible business benefit it provides in the short and long-term
• Strong aptitude for establishing and maintaining effective working relationships and the ability to interact effectively with people at all levels both within partner organisations and Tango
• Strong pipeline management skills and good knowledge and previous use of Salesforce

Experience Requirements

• Partner management and sales background including new business selling
• Know and understand the Microsoft Operator Connect and Direct Routing, as well as the Cisco CCP Partner ecosystems.
• Demonstrable track record of working with unified communications providers (resellers and distributors)
• Demonstrable track record of success in strategic channel planning through self-starter management of personal sales targets and sales forecasts.
• Experience in a high-growth sales-oriented company with the ability to work autonomously.
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise.
• Excellent time management and written/verbal communication skills.
• Ability to travel regionally and globally as required.
• Shared values and ethos.
• What We Offer You
• A multifaceted job with a high degree of responsibility and a broad spectrum of opportunities.
• The chance to work on some of the most challenging, relevant and evolving technologies in the telecoms, collaboration and technology arena.
• A competitive salary and pension and stock options